Working remotely sounds like a dream, isn’t it? Ah! No waking up early, no rolling yourself up in steam ironed formals, no sitting in traffic and then running to punch in at the right time.
You chalk out your own hours and approach the day in a laidback manner. You are free from the shackles of your desk and can work wherever in whatever position you think is comfortable. And ultimately get the job done.
Well, this is the reality for employees of corporate businesses across the world in the present apocalyptic scenario where a contagion has forced us to tuck ourselves indoors and enter into a work-from-home mode.
What was for long a pipe-dream has now become a new normal to enable business continuity. For sales leaders, it’s a tough job to transition and adjust into a remote-working procedure, let alone bringing the same ethics, culture and etiquette that is synonymous with a corporate environment.
What’s tougher than that is to make employees feel connected to each other as though they belong to the same team. Keeping them engaged and focused on sales goals can be a challenge while working with a remote team. In such cases, a sales leader has to fabricate some tough measures that will help him to effectively manage a remote sales team.
- Formulate clear-cut goals and objectives: Before you can score, you must have a goal. This must be ingrained in every salesperson before they log in for the day. A well-defined platter of goals will provide zest, foresight, direction and an incentive to every sales rep on how he will approach the day. A competitive zeal will play in the minds of employees when they will have a goal to chase. Without it, work will go haywire, targets will go up in smoke and people will lose the drive to work.
- Inducting right technologies: Working remotely entails the use of virtual mediums to connect and collaborate seamlessly with employees. Video conferencing tools like Zoom, Teams and Whatsapp are ideal mediums to keep in touch with every employee and stay as a close-knit unit. To measure the workflow of every sales rep and keep a tab on their progress, a well-developed CRM like EDGE can come handy. EDGE behaves like a virtual office with a fully functional dashboard that gives optimum mileage to your work structure.
- Encourage open communication & feedback: One of the requisites for an impeccable remote working environment is to promote and maintain an open channel of communication where every issue is put on the table and attended to, for better transparency and holistic work culture. This will bring extrovert employees up to the front and reduce formality so that employees can harmonize with each other without feeling judged.
- Prioritize regular meetings: Regular meetings are vital to remote working culture. Sales teams will fudge up and lose focus if their challenges aren’t attended to and projects are not discussed on a daily basis. On a more serious note, daily meetings are essential to put name and face together. Companies should hold video conferencing for meetings so that employees can see each other and observe body language during the discussion.
- Measure your sales team engagement status: Knowing your remote sales team’s performance will give you a fair idea about whether your sales objectives are in line even in hindsight. Setting up weekly and monthly and quarterly surveys for each team member will go a long way in measuring team performances, how they are engaging with each other and whether they are happy with remote working.
Conducting a remote sales team can be a tricky task at hand. Establishing the same work ethics and company culture while working virtually may seem impossible at first sight. However, with the implementation of the right tech tools and bringing in the best practices from the corporate playbook, you can set yourself up for spectacular success and high productivity. At the same time, being transparent and creating a culture of mutual accountability will give you perennial success where you can celebrate the big wins wholeheartedly.